This is not a traditional SDR leadership role. It is a deliberate shift toward pipeline engineering, a highly technical, AI-forward function focused on architecting a modern, automated pipeline engine, governing funnel performance, and expanding outbound capability across both the SDR team and field sales. The ideal candidate has hands-on experience building with AI and GTM technology, owns outcomes rather than activities, and brings a builder mentality to every process gap they encounter.
Job Responsibilities
- Build and run a tiered MQL model that prioritizes leads by fit, intent, engagement, and readiness for human follow-up.
- Partner with Marketing Ops and RevOps on lead scoring, routing, follow-up SLAs, dispositioning, recycling, and funnel reporting.
- Create dashboards and operating cadences that make lead flow, conversion, aging, leakage, and pipeline quality visible and actionable.
- Operationalize AI across SDR workflows including research, enrichment, personalization, sequence creation, prioritization, and lower-tier nurture.
- Automate lower-value manual work so SDRs can focus on prioritized accounts and MQLs with stronger context and personalization.
- Evaluate and improve the GTM tech stack including sales engagement, intent, enrichment, AI prospecting, and performance-management tools.
- Build a signal-based outbound motion that can scale to contribute 20–30% of pipeline, using account fit, intent, buying signals, and campaign context.
- Align SDR activity to ABM plays, priority accounts, buying committee coverage, events, and campaign follow-up.
- Test, measure, and throttle outbound capacity based on account priority, conversion rates, message performance, and pipeline contribution.
- Expand SDR playbooks into sales plays actioned by field sales — enabling AEs to build and own their own pipeline channel.
- Create a closed-loop feedback system for Marketing on lead quality, message resonance, campaign performance, conversion barriers, and reasons for non-conversion.
- Translate SDR learning into clear recommendations for targeting, messaging, content, nurture, campaigns, and sales readiness.
- Lead the team through the move into Marketing, setting new expectations for collaboration, AI fluency, accountability, experimentation, and performance.
- Partner with sales enablement and sales operations on guided prospecting for field sales.
- Other duties as assigned
Pipeline Operations & SLA Discipline
AI, Automation & GTM Technology
Outbound, Sales-Led & ABM Pipeline Creation
Marketing Feedback Loop & Team Leadership
Required Qualifications
- 5–8+ years in B2B pipeline development, sales development, revenue marketing, or GTM operations, with 2–3+ years of people leadership.
- Experience transforming or rebuilding a pipeline development function — not only managing an existing SDR team.
- Hands-on fluency with AI and automation in a GTM context, including the ability to build workflows, evaluate tools, and train a team.
- Strong understanding of lead scoring, routing, SLAs, funnel governance, SDR performance metrics, and pipeline reporting.
- Experience building outbound or ABM motions using intent data, behavioral signals, account context, and personalized sequencing.
- Strong cross-functional partner to Marketing, Sales, RevOps, Marketing Ops, Product Marketing, Demand Gen, Field Marketing, and ABM.
Background checks will be conducted on an ongoing basis every 3 years or as needed for individuals in this role.
Skills Required
- 5-8+ years of experience in B2B pipeline development, sales development, revenue marketing, or GTM operations
- 2-3+ years of people leadership experience
- Experience transforming or rebuilding a pipeline development function
- Hands-on fluency with AI and automation in a go-to-market context
- Ability to build workflows, evaluate tools, and train a team
- Strong understanding of lead scoring, routing, service-level agreements, funnel governance, SDR performance metrics, and pipeline reporting
- Experience building outbound or account-based marketing motions using intent data, behavioral signals, account context, and personalized sequencing
- Strong cross-functional partnership skills with Marketing, Sales, Revenue Operations, Marketing Operations, Product Marketing, Demand Generation, Field Marketing, and Account-Based Marketing teams
What We Do
Agiloft is the global value leader in data-first contract lifecycle management (CLM), offering the industry’s only no-code platform with AI on the Inside™ to enhance efficiency, cut review times by up to 80%, and accelerate business. Its Data-first Agreement Platform (DAP) transforms contracts into strategic, data-rich assets, integrating with 1,000+ systems to drive decisions and efficiency. Trusted by brands like Alkermes, Balluff, and TaylorMade, Agiloft boasts a 96% renewal rate and 100% satisfaction for implementations. Backed by KKR, JMI Equity, and FTV Capital, Agiloft empowers businesses to drive smarter strategies, faster decision-making and game-changing competitive advantage. Learn more at www.agiloft.com. We're hiring! To view our current job openings, please visit https://www.agiloft.com/jobs.htm.
Why Work With Us
We are a passionate group of humans dedicated to helping other humans thrive. We may work with contracts, but with careers at Agiloft, the most important contract we keep is the human contract, the commitment we have to each other.
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